UNIT 5 OF BUSINESS

COMMUNICATION
Debarghya Bhattacharya
SKILLS OF ARGUMENT AND LOGICAL INFERENCES

Argumentation is the process of reasoning systematically in support

of an idea, action, or theory. It involves presenting logical and
structured reasoning to convince others or to justify a claim.
Example of Argumentation:
Situation: Advocating for implementing work-from-home policies in a
business.
Premise:
● Employees perform better when they have flexibility in their work
environment.
● Studies show a 20% increase in productivity among employees
working from home.
● Reduced overhead costs for the company, such as electricity and
office supplies.
Argument:

"Allowing employees to work from home will benefit both the organization and the
employees. Research indicates that remote work enhances productivity by 20%
because employees can work in a comfortable environment. Additionally, the company
will save on operational costs, making it a cost-effective strategy. Therefore, adopting a
work-from-home policy aligns with the organization's goals for efficiency and employee
satisfaction."

This structured reasoning includes premises, evidence, and a conclusion to support the
idea of implementing work-from-home policies.
Argumentation in Business Communication

In business communication, argumentation is used to present ideas, proposals,

or solutions in a logical and persuasive manner. The goal is to convince
stakeholders, clients, or team members of the validity of your ideas while
addressing any objections effectively.

Scenario: Convincing team members to switch to using a shared online

calendar for scheduling.

Argument:

"If we start using a shared online calendar, everyone can see the team's schedule
in one place. This will save us time spent coordinating meetings and reduce
missed deadlines. For example, our marketing team adopted this tool last month
and reported a 30% improvement in meeting efficiency. Let's try it for a week and
see how it works for us."
Argumentation in Law
In the legal field, argumentation involves using logical reasoning and evidence to
support a legal position, interpret statutes, or advocate for a client in a case. It
requires structuring facts, applying legal principles, and drawing inferences to
persuade judges or juries.

Examples in Law:

Courtroom Advocacy:

○ Scenario: Defending a client accused of theft.

○ Argument: "The prosecution has failed to establish a direct link between
my client and the stolen property. Additionally, eyewitness accounts are
contradictory. Based on the principle of 'beyond a reasonable doubt,' the
court should acquit my client."
Definition of Logical Inferences:
Logical inferences involve drawing conclusions from given premises or
evidence using reasoning. It is the process of deriving new information or
insights by analyzing the relationships between known facts or statements.
Example of Logical Inferences:
Scenario: A company notices a decline in product sales during a specific
season.
Premises:
1. Sales are highest during festive seasons when customers shop more.
2. Sales declined during the monsoon season.
3. Customer feedback indicates difficulty accessing stores due to heavy rains.
Logical Inference:
The decline in sales is likely due to customers facing transportation challenges
during the monsoon season. As a solution, the company can boost sales by
promoting online shopping and offering home delivery during this period.
Logical inferences connect the evidence (feedback, sales trends) to a reasonable
conclusion (transportation challenges causing low sales).
Logical Inferences in Business Communication
In business communication, logical inferences are used to make informed
decisions, predict outcomes, or support proposals by analyzing data, trends,
or stakeholder feedback. The goal is to draw actionable conclusions based on
available evidence.

Examples in Business Communication:

Market Analysis:

○ Premises:
■ The sales of electric vehicles have increased by 40% in the last
year.
■ Government policies favor eco-friendly transportation.
○ Logical Inference: Expanding the company’s electric vehicle
segment will likely yield higher profits in the coming years.
Logical Inferences in Law
In the legal field, logical inferences are crucial for interpreting evidence,
constructing arguments, and predicting outcomes. Lawyers and judges use
logical inferences to connect facts with legal principles and derive conclusions
that support their case.

Examples in Law:

Case Analysis:

○ Premises:
■ The defendant was seen near the crime scene.
■ The defendant’s fingerprints were found on the weapon.
○ Logical Inference: The defendant is likely connected to the crime.
 Components of a Good Argument
1. Claim (or Conclusion)
● Definition: The main point or position that the argument is trying to prove.
● Purpose: To state what the speaker/writer is trying to convince the audience to accept.
● Example: "Using renewable energy should be prioritized over fossil fuels."

2. Premises (or Reasons)

● Definition: Statements that provide the foundation or justification for the claim.
● Purpose: To support the claim with facts, observations, or logical reasoning.
● Example:
○ "Fossil fuels are limited and will run out in the future."
○ "Renewable energy sources are environmentally friendly."

3. Evidence
● Definition: Data, examples, statistics, expert opinions, or facts that substantiate the premises.
● Purpose: To strengthen the argument and make it more credible.
● Example:
○ "According to a UN report, global coal reserves may deplete within the next 50 years."
○ "Solar and wind energy have minimal carbon emissions compared to fossil fuels."
4. Warrant (or Explanation)
● Definition: The logical connection between the premises and the claim. It explains why the evidence supports
the claim.
● Purpose: To make the argument logically sound and cohesive.
● Example:
○ "Since renewable energy sources are sustainable and have low environmental impact, they are a better
long-term solution than fossil fuels."

5. Counter-arguments (or Rebuttals)

● Definition: Addressing and refuting potential objections or opposing views.
● Purpose: To show that the argument has considered other perspectives and remains valid.
● Example:
○ Counter-argument: "Renewable energy technology is expensive."
○ Rebuttal: "The initial cost may be high, but the long-term savings and environmental benefits outweigh it."

6. Conclusion
● Definition: A summary that reinforces the claim and emphasizes its importance.
● Purpose: To leave a strong impression and ensure the audience understands the argument's significance.
● Example: "Therefore, transitioning to renewable energy is crucial for sustainable development and
environmental preservation."
Skills of Argument
Mastering the skills of argument ensures that your reasoning is effective, persuasive,
and credible. Here's a breakdown of the key skills:

1. Clarity
● Definition: Expressing ideas concisely and clearly to avoid confusion or
ambiguity.
● Importance: Ensures the audience understands the argument without
misinterpretation.
● Example:
○ Unclear: "The data suggests some change, but it’s not straightforward."
○ Clear: "The data shows a 15% increase in sales after implementing the new
strategy."
● Tip: Use precise language and avoid jargon unless the audience is familiar with it.
2. Relevance
● Definition: Ensuring that all points and evidence relate directly to the topic or
claim.
● Importance: Keeps the argument focused and prevents distractions or weak
points.
● Example:
○ Irrelevant: "This policy is good because it reminds me of a story about
teamwork."
○ Relevant: "This policy is effective because it improves team collaboration and
efficiency."
● Tip: Ask yourself, "Does this support my main claim?"
3. Consistency
● Definition: Maintaining logical flow and avoiding contradictions within the
argument.
● Importance: Builds trust and credibility with the audience.
● Example:
○ Inconsistent: "Work-from-home improves productivity, but employees are
less efficient."
○ Consistent: "Work-from-home improves productivity, but it requires proper
tools to maintain efficiency."
● Tip: Review your argument to ensure all points align with your main claim.
4. Counter-Argument Handling
● Definition: Addressing and refuting opposing views logically and respectfully.
● Importance: Demonstrates thorough understanding and strengthens the
argument.
● Example:
○ Counter-argument: "Work-from-home policies may isolate employees
socially."
○ Response: "While remote work can reduce social interaction, virtual
team-building activities can foster connections effectively."
● Tip: Anticipate objections and prepare reasoned responses supported by
evidence.
Practical Example of Applying These Skills
Topic: "Renewable energy should replace fossil fuels."

1. Clarity: "Renewable energy sources like solar and wind are sustainable and
eco-friendly."
2. Relevance: "Fossil fuels contribute to 75% of global carbon emissions, making
renewable energy essential to combating climate change."
3. Consistency: "Transitioning to renewables may require initial investment, but long-term
savings and environmental benefits outweigh the costs."
4. Counter-argument Handling: "Some argue that renewable energy is unreliable due to
weather dependency. However, advancements in storage technology, like batteries,
address this issue effectively."
Logical Inferences in Business Communication
Definition:
Logical inference is the process of drawing a conclusion from
given premises or evidence. It involves reasoning based on
facts, observations, and logical principles to arrive at a valid and
sound conclusion.
Types of Logical Inferences:
1. Deductive Inference:
○ Starts with a general statement or principle (premise) and deduces
specific conclusions.
○ Example: Premise: All lawyers are professionals.
Premise: John is a lawyer.
Conclusion: John is a professional.
2. Inductive Inference:
○ Derives generalizations based on specific observations or patterns.
○ Example: Premise: The previous three corporate meetings started at
10 AM.
Conclusion: The next corporate meeting will likely start at 10 AM.
3. Abductive Inference:
● Proposes the most likely explanation for an observation.
● Example: Premise: The email server is down, and no emails are
being sent.
Conclusion: The server might be undergoing maintenance.
Applications in Business Communication:
1. Analyzing Data: Logical inferences are used to analyze sales trends, customer
feedback, or market reports to predict future outcomes.
○ Example: Premise: Sales increased after launching a social media campaign.
Conclusion: Social media campaigns are effective in boosting sales.
2. Problem-Solving: Logical reasoning helps identify the root cause of a problem and
propose solutions.
○ Example: Premise: Customer complaints about delays have increased.
Conclusion: There might be inefficiencies in the logistics system.
3. Decision-Making: Logical inferences aid in making decisions based on available
evidence.
○ Example: Premise: Product A is cheaper and has better reviews than Product B.
Conclusion: Product A is a better choice.
Components of a Good Logical Inference:
1. Premises: The starting points or evidence for reasoning.
2. Reasoning: The process of connecting premises to a conclusion.
3. Conclusion: The outcome based on the premises and reasoning.
Examples in Business Contexts:
1. Negotiations:
○ Premise: The supplier offers a 10% discount for orders above 100 units.
○ Premise: We need 120 units.
○ Conclusion: We should negotiate for the discount.
2. Presentation:
○ Premise: Our target audience prefers visual content.
○ Conclusion: Use more infographics and videos in the presentation.
3. Legal Communication:
○ Premise: According to the contract, payment must be made within 30
days.
○ Premise: Payment is overdue by 10 days.
○ Conclusion: Send a legal notice to the client.
Logical Fallacies to Avoid:
1. Hasty Generalization: Drawing conclusions without sufficient evidence.
2. Circular Reasoning: Using the conclusion as a premise.
3. False Cause: Assuming correlation implies causation.
Counseling to Develop Value, Conclusion, and Judgment
Definition of Counseling:
Counseling is a structured process that involves guiding individuals to
explore their thoughts, emotions, and behaviors to make informed
decisions, develop values, and form judgments. It is widely used in
personal, academic, legal, and business settings to promote clarity
and effective decision-making.
Role of Counseling in Developing Value, Conclusion, and Judgment
1. Developing Values:
○ Counseling helps individuals reflect on their beliefs and principles to identify
core values.
○ Values are the guiding principles that shape decisions, priorities, and actions.
○ Example: A student struggling with career choices may value creativity over
financial stability and choose a career in design rather than a high-paying
corporate job.
2. Approach in Counseling:
○ Exploration: Understanding the client's existing values and cultural
influences.
○ Clarity: Distinguishing between intrinsic (personal) and extrinsic (societal)
values.
○ Application: Encouraging value-based decision-making in real-life scenarios.
2. Drawing Conclusions:

● Counseling helps individuals organize their thoughts and analyze information

logically to arrive at conclusions.
● A counselor encourages critical thinking and avoids imposing their own biases on
the individual.

Example:

● Situation: An employee is unsure whether to resign due to workplace stress.

● Counseling Process:
○ Assess stress factors (long hours, difficult tasks, lack of support).
○ Explore alternatives (job redesign, open communication with the manager).
○ Draw a conclusion: If issues remain unresolved despite efforts, resignation
might be the best option.
3. Forming Judgments:

● Judgments are assessments or decisions based on analyzed evidence and

aligned values.
● Counseling nurtures emotional intelligence and ethical reasoning, helping
individuals make sound judgments.

Example:

● A manager decides whether to promote an employee based on performance

and ethical conduct rather than favoritism.
● The counselor facilitates self-awareness, helping the manager balance
empathy with fairness.
Steps in Counseling for Value, Conclusion, and Judgment
1. Establish Rapport:
○ Build trust and create a non-judgmental environment.
○ Example: Begin with open-ended questions to understand the individual's concerns.
2. Identify the Problem:
○ Clarify the issue at hand through active listening.
○ Example: A student feels torn between parental expectations and personal
aspirations.
3. Explore Options:
○ Help the individual brainstorm potential solutions.
○ Example: Listing pros and cons of pursuing a family business or higher education.
4. Facilitate Reflection:
○ Encourage self-analysis and insight.
○ Example: "How would you feel about this choice five years from now?"
5. Guide Decision-Making:
○ Offer tools like SWOT analysis, prioritization matrices, or role-playing scenarios.
○ Example: Simulate a job interview to help a client decide between two career paths.
6. Evaluate Judgments:
○ Review the decision for alignment with values and logical reasoning.
○ Example: "Does this choice align with your long-term goals and personal beliefs?"
Qualities of an Effective Counselor
1. Empathy: Understanding the individual's feelings and perspectives.
2. Active Listening: Paying full attention without interrupting or judging.
3. Critical Thinking: Guiding logical analysis while minimizing biases.
4. Ethical Conduct: Ensuring confidentiality and impartiality.
Application in Different Fields
1. Education:
○ Developing students' values and guiding them in career choices.
○ Example: A counselor helps a student decide whether to pursue arts or
sciences based on aptitude and interest.
2. Business:
○ Facilitating value-based leadership and ethical decision-making.
○ Example: Helping a manager resolve a workplace conflict through unbiased
evaluation.
3. Legal:
○ Supporting clients in understanding legal implications and making informed
decisions.
○ Example: A lawyer-counselor explains the consequences of accepting a plea
deal vs. going to trial.
Structuring Body Language with Proper Postures, Gestures,
and the Science Behind It
Effective body language is crucial for confident communication,
particularly in professional settings like courtrooms, classrooms, or
presentations. Proper body language enhances clarity, establishes
authority, and creates a positive impression.
Key Elements of Body Language
1. Posture

Posture conveys confidence, attentiveness, and professionalism.

Types of Posture:

● Open Posture:
○ Stands tall, shoulders relaxed, arms uncrossed.
○ Indicates confidence and approachability.
○ Science: Open posture boosts testosterone levels and reduces cortisol, creating a sense of
confidence.
● Example: A lawyer presenting arguments with a straight back and steady stance.
● Closed Posture:
○ Arms crossed, slouched back.
○ Indicates defensiveness or lack of interest.
○ Avoid in professional settings.

Tips for Good Posture:

● Stand or sit upright, aligning the head with the spine.

● Distribute weight evenly on both feet while standing.
● Keep hands visible and relaxed while sitting.
2. Gestures:
● Movements of hands and arms used to emphasize points or express emotions.
● Gestures should complement verbal communication.
Science:
● Gestures activate the same brain regions as speech, reinforcing the message and aiding
memory retention in the audience.
● Overuse of gestures can cause distraction.
Types of Gestures:
● Illustrative Gestures: Used to emphasize speech (e.g., showing size or direction).
● Open-Hand Gestures: Convey honesty and openness.
● Pointing Gestures: Should be used sparingly to avoid appearing aggressive.
Examples:
● A lawyer using open-hand gestures while explaining evidence to the court enhances
credibility.
● Avoid crossing arms, which can signal defensiveness or discomfort.
3. Facial Expressions

● Key Points:
1. Maintain eye contact (approximately 60-70% of the time).
■ Science: Builds trust and conveys attentiveness.
2. Smile appropriately: A genuine smile (using the eyes) can establish
warmth.
3. Avoid frowning or appearing tense; it can signal disapproval or stress.
4. Movement
● Effective Movements:
○ Move with purpose: Walk confidently without rushing.
○ Avoid pacing or fidgeting, as it signals nervousness.
○ Lean slightly forward when listening or engaging in conversation
to show interest.
5. Handshakes

● Proper Technique:
○ Firm grip, but not crushing.
○ Maintain eye contact while shaking hands.
○ Limit to 2-3 shakes, lasting 2-3 seconds.
● Science: A good handshake triggers oxytocin release, fostering trust.
3. Specific Postures and Gestures for Contexts
Courtroom or Presentation Settings:

1. Posture:
○ Stand upright with shoulders back.
○ Keep feet shoulder-width apart.
2. Gestures:
○ Use gestures to emphasize key points, but don’t overdo them.
○ Avoid fiddling with objects like pens or paper.
3. Facial Expressions:
○ Maintain a calm and neutral expression unless emphasizing emotions relevant to
the argument.
4. Eye Contact:
○ Shift gaze between the judge, jury, and audience to include everyone.
One-on-One Interactions:

1. Posture:
○ Sit with a straight back, slightly leaning forward to show engagement.
○ Avoid crossing arms or legs.
2. Gestures:
○ Nod occasionally to show understanding.
○ Avoid abrupt movements, which can seem dismissive.
3. Facial Expressions:
○ Match expressions with the conversation’s tone (e.g., concern during
discussions of challenges).
4. Negative Body Language to Avoid
● Slouching: Signals lack of confidence or interest.
● Crossing Arms/Legs: Indicates defensiveness or disinterest.
● Fidgeting: Reflects nervousness or lack of focus.
● Overuse of Gestures: Can be distracting and reduce the impact of your
message.
● Avoiding Eye Contact: Conveys dishonesty or lack of confidence.
The Art of Public Speaking, Influencing, and Conveyancing
Public speaking is a vital skill for lawyers, leaders, and professionals. Mastering
this art involves effective communication, persuasion, and the ability to engage an
audience.
1. The Art of Public Speaking
Key Elements:
1. Preparation:
○ Research your topic thoroughly.
○ Organize your thoughts with a clear structure:
■ Introduction: Captivate with a hook (story, quote, or question).
■ Body: Present 2-3 main points with evidence.
■ Conclusion: End with a memorable takeaway or call to action.
2. Clarity:
○ Use simple and concise language.
○ Avoid jargon unless your audience is familiar with it.
○ Structure your sentences logically.
3. Delivery:
○ Voice Modulation: Vary pitch, tone, and speed to emphasize points.
○ Pausing: Use pauses to let key points sink in.
○ Volume: Speak loud enough to reach the audience but not shout.
4. Engagement:
○ Maintain eye contact with different sections of the audience.
○ Use rhetorical questions to involve listeners.
○ Incorporate anecdotes, analogies, or humor when appropriate.
2. The Art of Influencing
Influencing is about persuading others to see, believe, or act in a particular way.

Techniques for Influencing:

1. Credibility:
○ Build trust by demonstrating expertise, honesty, and empathy.
○ Establish authority with data, case studies, or personal experiences.
2. Emotional Appeal:
○ Connect with your audience’s emotions.
○ Use stories that evoke feelings like hope, anger, or inspiration.
3. Example: While advocating for environmental reforms, share a story of how pollution affected
a local community.
4. Logic and Reasoning:
○ Present well-structured arguments with facts and logical conclusions.
○ Use analogies or metaphors to simplify complex ideas.
5.Reciprocity:

● Offer something valuable (insight, advice, or assistance).

● People are more likely to be influenced if they feel they’ve received something
first.

6.Social Proof:

● Highlight examples of others adopting or benefiting from your idea.

● Example: “Several successful companies have implemented this strategy.”

7.Framing:

● Present information in a way that aligns with the audience’s values or priorities.
● Example: A legal argument can be framed as a matter of fairness or justice
3. The Art of Conveyancing
Conveyancing in this context refers to effectively delivering your message and ensuring clarity.
Steps for Effective Conveyancing:
1. Know Your Audience:
○ Understand their knowledge level, interests, and expectations.
○ Tailor your message to resonate with their needs.
2. Craft Your Message:
○ Ensure your message has:
■ Relevance: Address issues important to the audience.
■ Clarity: Avoid ambiguity or overly complex language.
■ Structure: Follow a logical flow.
3. Use Nonverbal Communication:
○ Align body language with verbal messages (e.g., nodding to affirm key points).
○ Use open gestures and maintain an approachable stance.
4. Active Listening:
○ Pay attention to feedback and adjust your approach as needed.
○ Paraphrase or summarize audience questions to show understanding.
Practical Exercises
1. Mirror Practice:
○ Practice speeches in front of a mirror to observe body language and
expressions.
2. Impromptu Speaking:
○ Pick a random topic and speak for 1-2 minutes to build spontaneity.
3. Role-Playing:
○ Simulate scenarios (e.g., court arguments or client consultations) to
practice influencing and conveyancing.
4. Feedback Sessions:
○ Present in front of peers or mentors and ask for constructive feedback.